Prospecting in 5 Easy Steps —Farquharson/Tedesco
• Even hopping in your car, driving around and writing down company names (during non-selling hours, of course) has been known to work.
Step 3: Know Your "Talking Points" Cold. Each and every day in the tele-prospecting trenches, act as your company's ambassador and engage business influencers in continuous relationship-building conversations. This can be nerve-wracking at first, so go ahead and write a script if necessary. We urge you, however, not to use the script during live calls. Why? Because doing so reduces your ability to listen and think…and it sounds like a script!
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
Very much alive and now officially an industry curmudgeon, strategic growth expert T. J. Tedesco can be reached at tj@tjtedesco.com or 301-404-2244.
